There is no doubt that just the briefest of searches online reveals just how big an array of planners, designers, florists, photographers….cake makers and dress designers there are out there at the moment. If I can say, they are all special in their own right, and each has something to offer the vastly differing budgets of the clients with whom we work.
An obvious question however has to be that which surrounds such a competitive market and what must at some point be a supply V demand issue. Imagine then being the client who has to make that choice. To be in the position of trying to choose one of many companies who could do the job and worrying whether or not you made the right choice?
So what are clients looking for when choosing a company and is there such thing as a wrong decision?
Below are a couple of my thoughts and one or two on selling – you!
Clients Want To Work With People They Like: I have said it over and over, but relationships are key, and regardless of your talent, clients want to know that you are someone with whom they will enjoy planning their event. I personally feel very privileged when clients take the time to write to me post an event, but more so, mention that I am a nice guy to do business with. I have been lucky enough to work with some great people over the years, and above all else – returning to use their services relates to them as people and how they are as people says a lot about how their business is likely to run.
There is no secret to Sales: Honesty, be genuine, open and down-to-earth with your clients. They can detect false promises and more than that, false people, from a mile away and ego has no place in the service industry (although easier said than done).
Straight to the point: There is a lot of competition out there. Be clear about what sets you apart and don’t be afraid to flaunt it. I had to think long and hard about what that was for me before launching WHiTEPAPER – did the industry need another planner? HELL YEAH!
Chin Up: Being a little different and thinking out of the box is not for everyone. Prepare yourself already for the fact that your vision for events may not match everybody else’s. You need to keep your chin up therefore and think positively – take the time to look back and see just how far you have come as you stare onwards and in to the distance, and where you want to be.
Value Yourself: DONT BE ARROGANT! Work hard and a confidence will be created, a stepping stone on which you can build and approach new clients. However, never forget just where you came from and who may have given you that chance when no one else would. Work hard will take you so far, but if you had not been humble way back when, you may never have got your foot in the door in the first place. Value your work and the price you put on it – but don’t think that the work alone is enough for longevity within this world.
With hundreds of thousands of weddings taking place each year I would like to think that there is enough work for everyone. Be true to yourself, and fair to your clients. Smile, breathe and remember the journey you took to the top and set your foundations well.